Tips to align yourself and your presentation with the client and their needs

I am frequented by many sales persons and therefore I get to see the differences between a good sales person and a great sales person.

This blog will focus on how to approach your prospects and align your self with not only them but also their needs. I will discuss “practical” techniques on strategic client alignment. Through out this blog I plan to use prospect and client interchangeably.

Let’s start with the don’ts. The best advice I can give you is do not approach the prospect and start to ramble on about your product and/or service. Also, do not appear to listen; but actually listen to their needs. -And whatever you do, do not force the product on the prospect. This will leave a bad feeling with them and will guarantee no repeat business or referrals.

Now, let’s focus on the do’s.

Always be cheerful, greet your client with a smile. Look sharp, and where permissible have a firm yet comfortable handshake. If you are wearing a jacket, make sure you open the button when you are making your presentation and NEVER cross your arms during the presentation.

Do establish a repertoire with the prospect. This means take a few minutes to ask them about their day, talk about anything EXCEPT politics and religion (unless you are selling in that industry of course).

Conduct a needs analysis by asking them their pain points. Repeat their concerns to them so that both of you are on the same page. Expose other areas of improvement, but do not be critical. Make sure you address this matter as objectively as possible.

Empathize with the prospect, but do not side with their problems. Acknowledge the problems and offer sincere empathy.

If you feel that your product/service will satisfy their need, and then offer solutions to their pain points. For each of their issues, specifically address how the product or service will provide the solution. Do not move to the next point till the prospect has agreed or understood the solution that the product/service offers.

You will notice that with such an approach you will create a value for your product. When the value is established and the “need” turns into a “want”, price is not an obstacle.

Till next time….

Sal
http://www.salmankkhan.com

Follow up

Finally we arrive at the most important part of networking. This is where you will generate leads and sales. This is the final stage of networking but the first stage in implementing your effective sales strategies to close deals.

Many people never bother sending a thank you note or email after the event. The thank you note/email serves as a reminder to not only yourself about who the other person was but also it serves as a reminder to the other person on whom you were.

Make sure you follow-up with people after the event. Do not overdo it though. Start by sending a note or email. Phone calls are acceptable but written correspondence is preferred. Request an in person meeting. Keep their pain points in your mind and apply your sales strategies.

Keep Moving

Networking events are usually for a limited time. Therefore you need to optimize your use time.

Your aim should be to get as many new introductions as possible. Don’t spend a lot of time with the same person. You will have plenty of opportunities later to get to know more about them.
You should start by introducing yourself, give your 30 second pitch, exchange information, request a follow-up time, and then politely excuse yourself in order to talk to the next person.

Ask Their Need First

Me…me…me… this will not get you anywhere. What I have to say today is, unfortunately, not going to get you immediate gratification. Rather you will reap the rewards later. The best way to build relationships and to successfully network is to ask your potential client their “pain points”.

The prospect may not necessarily looking for your services at the moment; however they may have other needs to satisfy first. Become their savior. Try to provide them with the resources they need. you will see that this will benefit you in the long run. They will return the favor by requesting AND referring your services.

Many people know this. This is not new. However, in practice it is hard to follow. Many people want to help others but when they start talking….they are all about “What can you do for me” and NOT “What is it that I can do for you?”

Help others first!

Tune in next time….

Sal

Dress Appropriately

Many of you must have heard the phrase “Dress for Success”. Well! I tell you that it is true. However, you must dress appropriately. This means that don’t show up at a networking event that is for professionals in shorts and sandals……unless you are in a business that supports that dress code e.g. a surf shop, etc. You get my point!

Now, dress for success does not mean that you need to spend a lot of money either. You must, however, make an effort to dress professionally and look smart. Many people say that they don’t care how you look, but you will be surprised to find out how far away from the truth that is. Try going and selling financial planning to someone in a beat up car….you’ll see how much confidence about your capability that instills in your potential client!

Always find out before hand what is the dress code for the event. Take sometime to keep up to date with the fashion trends. This does not mean, however, you should wear something that makes you feel out of your element. Act your age, remain true to the image you want to have people associate you with.

Tune in tomorrow for the next part in the series

Planning ahead for effective networking

Today’s topic will be on the importance of planning ahead. When you go to any networking event, always have:

1. A prepared 30 second business pitch. You should be able to articulate in 30 seconds or less who you are and what you do.

2. Carry the right business cards and brochures for the networking event.

3. You should have a specific and well defined mission/purpose for the attending the event. A desired outcome could be that you want to get 5 business cards of 5 new contacts, etc.

4. Tell you co-workers/employees of your location and instruct not be disturbed unless the matter is such that only you can handle. You want to be focused in the event.

5. Have an exit strategy for the event. In the event you need to leave early, decide whether you want to leave your information with the organizer or at a public space at the event or you want to ask someone there to help you in distributing your materials.

In conclusion, take a few minutes before embarking to the event and prepare your self as well as your mission.

Tune in next time for the next topic.

Sal
Chat live with Sal @ www.salmankkhan.com

10 Tips for Successful Networking

The next series I will be writing about are 10 simple rules for networking, which are:

1. Choose your niche
2. Plan ahead
3. Dress appropriately
4. Show up
5. Wear two badges
6. Body first rule
7. Ask their need first
8. Exchange cards
9. Keep moving
10. Follow up

Please check back for daily updates to this series.

Sal
http://www.salmankkhan.com/